Director/Sr. Director of Revenue Operations

Role Overview

• Define and own THMA’s revenue data strategy in partnership with IT, ensuring data from Salesforce, marketing systems, and financial tools flows accurately into the data warehouse (Snowflake, Redshift, or equivalent).
• Lead data modeling in an effort to establish our source of truth against initiatives such as forecasting, attribution, and top of funnel analytics.
• Partner with IT’s Data Integration Engineer on ETL workflows, governance, and data quality.
• Ensure documentation, scalability, and integrity across all RevOps systems.
• Develop predictive and prescriptive models for pipeline health, conversion rates, and revenue growth.
• Use SQL, Python, and BI tools (Power BI, Tableau, etc.) to analyze and visualize data.
• Deliver executive dashboards and scorecards that provide a unified view of GTM performance.
• Translate data insights into actionable recommendations that inform strategy and drive results.
• Own and optimize THMA’s GTM technology stack (Outreach, Gong, enrichment and attribution tools).
• Rationalize and integrate tools to reduce redundancy and improve automation and visibility.
• Lead vendor evaluations, ROI analyses, and security reviews for new GTM investments.
• Partner with IT to ensure integrations are secure, documented, and aligned with governance standards.
• Build tools and insights that enable sales teams to manage pipeline, prospect, and report from a single source of truth.
• Collaborate with Sales Leadership to align tools, workflows, and reporting with go-to-market priorities.
• Design playbooks, training, and change management programs to drive adoption and measurable impact.
• Partner with Marketing, Sales, Partnerships, and Finance to define and track key revenue KPIs.
• Design processes and dashboards that turn data into actionable strategy.
• Serve as the liaison between GTM, IT, and Data Engineering teams to align architecture with business priorities.
• Champion data literacy and cross-functional enablement across THMA.
• Research and evaluate emerging AI-driven GTM platforms, automation tools, and data technologies.
• Pilot and implement innovative solutions that improve prospecting efficiency, data quality, and revenue intelligence.
• Serve as a strategic advisor to Sales and RevOps leadership, ensuring tools and processes evolve with GTM needs.
• Lead data-driven planning cycles, QBRs, annual planning, and board-level insights.
• Provide actionable recommendations on pipeline coverage, sales productivity, and customer health.

Requirements

• Bachelor’s degree in Business, Marketing, Data Science, Statistics, or related field.
• 8+ years of experience in Revenue Operations, Data Analytics, Business Intelligence, or GTM Technology Strategy.
• Proven success scaling GTM systems and analytics in SaaS or consulting environments under $100M ARR.
• Advanced proficiency in SQL and Python for data analysis and model development.
• Strong understanding of ETL concepts and collaboration with data engineering teams.
• Hands-on experience with data warehouses (Snowflake, Redshift) and BI tools (Power BI, Tableau).
• Deep Salesforce expertise (administration, reporting, APIs); Salesforce Admin certification preferred.
• Familiarity with Outreach, Gong, Marketo, and emerging AI-driven GTM tools.
• Strong communicator with experience presenting complex data to executive audiences.
• Data-driven operator with mastery of SaaS KPIs (CAC, LTV, NRR, churn, pipeline coverage).

Tech Stack

• Amazon Redshift
• ETL
• Python
• SQL
• Tableau

Benefits

• health insurance
• dental insurance
• vision insurance
• 401(k) matching
• cell phone and commuter reimbursements
• generous paid time off
• paid parental leave
• learning and development programs
• coaching for working parents and caregivers
• free therapy and professional coaching sessions
• one-on-one financial coaching
• free legal support services